Kelsey Peusch

Kelsey Peusch has spent her entire career enabling high performing sales teams across a variety of industries. With expertise in Sales Effectiveness, Marketing and Corporate Strategy, Kelsey has developed a respected ability to assess and address the challenges currently facing many sales-oriented organizations. Clients appreciate Kelsey’s ability to synthesize content and create effective communications across a wide range of mediums, from training materials and communication campaigns to comprehensive value proposition manuals. In her latest endeavor, Kelsey is exploring how companies effectively manage multiple generations, each with unique characteristics, in a way that increases productivity internally (between colleagues) and minimizes conflicts externally (between buyer and seller).

Recent Posts

Top 3 Generational Takeaways for B2B Selling, from a Soon-to-be Sidelined Millennial

By Kelsey Peusch

It was the title of the Bloomberg article that first struck me as I scanned my daily Google alert email - Gen Z is Set to Outnumber Millennials Within a Year. For a moment I felt sad and then forgotten as I considered my own generation slipping into the abyss. Dramatic – I know, but the reality is (was) that Millennials were once the focus and had been for as long as I could remember. Who are they? What made them this way? How will their behaviors impact the way we engage with them in a B2B selling environment? As I contemplated the seemingly premature death of the generational spotlight, a sentiment I’m sure every generation that has come before mine can appreciate, I started to grapple with what this meant to ME...

For the past several years my colleagues, and I, have spent countless hours asking ourselves these questions. We wrote a book about The Multigenerational Sales Team, have published 13 blog posts on the topic, and have been discussing generational impacts on sales at events like the Dreamforce Conference, on podcasts like Quotable, and with a variety of clients globally over the past 18 months. Generational considerations are one of several lenses with which we view sales effectiveness. While the book explores each generation, the impetus and focus always tied back to Millennials – a generation which is set to exceed 75% of the workforce by 2020 (Brookings Institution).

Once I got past the fact that the key differentiator between Gen Z and Millennials was a keen sense of self-awareness versus self-centeredness (rude, though 100% accurate based on my reaction outlined above), I started to think less about what it meant to me and more broadly about how this changes our approach for preparing organizations for the next generation of sellers and buyers.

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Why Newly Promoted Sales Leaders Rise to Their Level of Incompetence

By Kelsey Peusch

Whether you are a successful top performer seeking a senior management position or you’re already a senior Sales Leader looking to hand pick your next protégé, there is something you should know. It’s been statistically proven that the best sales representatives won’t make the best sales leaders.


All too often we encounter sales leadership teams yearning for the skills and structure required to elevate their team’s performance. We are talking about sophisticated, highly educated, teams of men and women, the majority of which were top performers in their respective organizations.

The jarring realization, one we must often share with our clients, is that the skills required to be a high performing seller are different than the skills required to lead high performing sales teams. Seems obvious, no? Unfortunately, we see organizations seeking to retain top talent by rewarding them with upward mobility with little regard to skill set.

This anomaly is known as The Peter Principle which presupposes this fact: “If organizations promote the best people at their current jobs, then organizations will inevitably promote people until they’re no longer good at their jobs. In other words, organizations manage careers so that everyone ‘rises to the level of their incompetence’. ”

Sales is no different and here is the proof.

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The Power of Perspective: Navigating Multigenerational Impacts Between Buyers and Sellers

By Kelsey Peusch

A plethora of research and news continues to flood the media around Millennials, e.g., what makes them unique and how their numbers are mushrooming in the work force. As a sales leader, you should be interested not just in Millennials, but more broadly, the cross-generational dynamics between buyers and sellers and how it impacts sales effectiveness.

There are undeniable impacts on your customer’s business as well. From B2B sales and marketing to direct-to-consumer (B2C) engagement, multi-generational forces permeate all aspects of the buying process.

On April 12th, Seismic, a leading sales and marketing enablement solution provider, hosted a webinar featuring Symmetrics Group and T. Rowe Price. 

Together, we demonstrated the multi-generational impacts between buyers and sellers, broadly in a B2B setting and specifically within the world of wealth management, where a massive wealth transfer from older to younger generations is currently underway. Are sales organizations, marketers, and financial advisors ready for this generational shift?

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Your Buyer’s Age – It’s More Than Just a Number: Part 2

By Kelsey Peusch

In Part I of this blog series, we explored the case for change, highlighting how generational diversity impacts a seller’s ability to connect with buyers from generations different than their own. This blog investigates how recent market and demographic shifts, such as the internet and generational differences amongst buyers, have created new dynamics in today's B2B buying process.

What specifically are Baby Boomers, Gen X-ers, and Millennial buyers looking for and how does a seller adjust?

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Your Buyer's Age - It's More Than Just A Number (Part I)

By Kelsey Peusch

As Millennials start climbing the ranks, decision-making authority is shifting toward the workforce’s youngest generation.  In the meantime, Generation X-ers take personal risks to establish a foothold in middle and upper management, while Baby Boomers cling to a management style marked by bureaucratic decision making. This changing of the guard is to be expected, but understanding generational nuances of buyers will be critical to ensure that the influences of age do not leave sellers at a disadvantage.

In our recent blog post, Why Leaders Are Failing At Managing Their Generationally Diverse Sales Teams, we explored how generational differences influence what attracts a seller to a new job versus what drives them away from a current one. In this post, we begin exploring generational differences amongst buyers and particularly, what happens when sellers sell across generations.

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The Holiday Season: A Selling Obstacle or Advantage?

By Kelsey Peusch

Business to consumer (B2C) advertising has begun the holiday bombardment, yet businesses are bracing for the slowdown that tends to come in the last, most critical, moments of Q4. With quotas hanging in the balance, is it right to succumb to the notion that it is “…just a slow time of year” in the B2B world? This post explores several options for closing the gap and preparing for a quick start in 2015.

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Achieving Merger Cross-Sell Synergies

By Kelsey Peusch

Corporate mergers are often sold to investors and Wall Street on the illusory promise of cross-selling synergies. Often as a result of a merger, the marketing and sales organizations are charged with delivering growth through the combined portfolio of products and solutions.

Why is it so difficult for organizations to realize these synergies?  Two major factors that influence success are: 1) whether organizations re-think the alignment of their sales organizations to customers and markets post-merger, and 2) whether sales teams have put in place effective Account Planning processes to capitalize on cross-sell opportunities.

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